Director, Sales Development, Japan
On-siteTokyo, Tokyo, Japan
Job Summary
Own the end-to-end strategy for Sales Development across Japan, setting the sales vision, operating model, and key performance metrics that fuel regional growth. Lead & motivate a team of SDRs by implementing efficient processes, optimizing tools, and driving cross-functional collaboration with Sales, Marketing, and RevOps to align on account coverage and the SDR to AE handoff. Develop and execute a robust outbound strategy that systematically generates high-quality new business pipeline while modeling best-in-class outreach techniques and objection handling. Build a high-performing leadership bench through structured coaching frameworks, regular call reviews, and targeted development plans to elevate prospecting and discovery skills. Ensure operational rigor by inspecting workflows, driving continuous improvement, and maintaining governance for productivity, quality, and forecasting accuracy. Partner with Enablement to design onboarding and ramping programs, ensuring the team consistently produces high-quality pipeline to accelerate sales cycles and improve win rates. Adhere to the 4-day RTO policy (with potential shift to 5 days).
Required Qualifications
- 10–15+ years in Sales Development, Inside Sales, or GTM People Manager roles
- Including leading managers (second-line leadership)
- Proven experience building and scaling SDR teams and delivering consistent, high-quality pipeline
- Demonstrated success driving outbound strategy, messaging, ICP refinement, and persona-based plays
- Strong track record of partnering with Sales, Marketing, RevOps, and Enablement
- Experience with forecasting, capacity planning, segmentation, and SDR/Sales handoff models
- Strong operator with deep experience in sales tools (Salesforce, Outreach, AI tools)
- Data-driven decision maker with strong analytical and diagnostic skills
- Ability to design and optimize prospecting workflows, playbooks, coaching frameworks, and qualification standards
- Skilled in building scalable programs for onboarding, coaching, and talent development
- Excellent written and verbal communication in English & Japanese
- Executive presence
- Influence skills
- Ability to adhere to the 4-day RTO policy (and potential future shift to 5 days RTO)
Desired Qualifications
- Experience in SaaS, cybersecurity, or enterprise software environments
- Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
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